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A prospect has been identified and qualified. Now what? Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. Relationship building with qualified targets is the longest stage of a sales cycle, sometimes taking up to two or three years to see results. When relationships fail to progress, it is most often due to a lack of follow-up.
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By Mark Beese
Many firms are shifting to a hybrid work model, where lawyers and staff will divide their time between in-office and outside-the-office work, making management and leadership tasks more challenging.
By Patricia Ellard
As we approach the end of the year, office return dates are still uncertain. While we are very capable of functioning efficiently and effectively in our remote competitive intelligence environments, it can be easy to feel isolated, like you’re operating in a vacuum.
Part two of a two-part Q&A with David McCann, J.D., senior director of communications at Snell & Wilmer continues our discussion on key topics relevant to legal marketing professionals.
By Vivian Hood
Working with a business development coach is an investment in yourself that can bring about career success by having a deliberate strategy in place.